Hospital Sales Manager - California
LUMENIS
A complete application in a minute
Tailored resume and cover letter, ready to send.
Benefits offered by this job
Job summary
Lumenis is a global leader in minimally invasive clinical solutions for Ophthalmology and Aesthetic markets. The Hospital Sales Manager in California will own a defined territory, build relationships with C-suite and clinical decision-makers, and manage multi-stakeholder sales cycles for capital equipment.
This role requires up to 50% travel, a Bachelor's degree, 4+ years in B2B or capital equipment sales, and a drive to advance into regional leadership and strategic account management roles.
Qualifications
- Bachelor's degree or equivalent.
- 4+ years in B2B or capital equipment sales—medical device/healthcare experience strongly preferred.
- Documented success exceeding quota in complex, consultative sales environments.
- Experience navigating hospital systems, GPOs, and multi-level approval processes.
- Core competencies include strategic thinking, financial acumen, relationship building, and technical aptitude.
Responsibilities
- Own and grow a diverse portfolio of hospital and surgical accounts with direct P&L accountability for territory performance.
- Identify and penetrate high-value competitive accounts and underserved surgical specialties, building trusted advisor relationships with clinical and procurement leadership.
- Develop executive-level relationships to create long-term partnership opportunities beyond transactional sales.
- Architect comprehensive territory strategies covering capital solutions, service contracts, disposables, and marketing partnerships.
- Navigate capital acquisitions from needs assessment through contract negotiation and implementation.
- Orchestrate cross-functional resources to deliver integrated solutions.
- Mentor junior team members and contribute to best practice development.
Skills
Education
Tools
Job description
This position requires up to 50% travel, including driving and occasional air travel throughout the assigned territory.
Lumenis is a global leader in the field of minimally invasive clinical solutions for the Ophthalmology and Aesthetic markets, and is a world-renowned expert in developing and commercializing innovative energy-based technologies, including Laser, Intense Pulsed Light (IPL) and Radio-Frequency (RF)
Discover more at: www.lumenis.com
Follow our journey on LinkedIn: www.linkedin.com/company/lumenis/about/
The Hospital Sales Manager serves as a strategic business partner driving revenue growth and market leadership for Lumenis surgical solutions. This high-impact role offers entrepreneurial ownership of a defined territory, where you'll build influential relationships with C-suite and clinical decision-makers, orchestrate sophisticated multi-stakeholder sales cycles for capital equipment, and develop deep industry expertise that positions you for advancement into regional leadership and strategic account management roles.
- Own and grow a diverse portfolio of hospital and surgical accounts, with direct P&L accountability for territory performance
- Identify and penetrate high-value competitive accounts and underserved surgical specialties, positioning yourself as a trusted advisor to clinical and procurement leadership
- Develop executive-level relationships that create long-term partnership opportunities beyond transactional sales
- Architect comprehensive territory strategies encompassing capital solutions, service contracts, disposables, and marketing partnerships
- Demonstrate financial acumen through quota management, forecasting accuracy, and ROI analysis for complex capital investments
- Master consultative selling methodologies applicable across capital equipment and medical device sectors
- Navigate capital acquisitions from initial needs assessment through contract negotiation and implementation
- Orchestrate cross-functional resources (clinical specialists, service teams, finance) to deliver integrated solutions
- Build transferable skills in value-based selling, health economics, and hospital procurement processes
- Partner with Sales Leadership to shape go-to-market strategies and contribute to national sales initiatives
- Serve as the voice of the customer internally, influencing product development and service delivery improvements
- Mentor junior team members and contribute to best practice development
- Represent Lumenis at major trade shows, clinical conferences, and industry forums-building a professional network that accelerates career mobility
- Stay current on healthcare trends, reimbursement changes, and competitive landscape intelligence
- Pursue continuous learning in surgical technologies and hospital administration
Bachelor's degree or equivalent
4+ years in B2B or capital equipment sales-medical device/healthcare experience strongly preferred
- Documented success exceeding quota in complex, consultative sales environments
- Experience navigating hospital systems, GPOs, and multi-level approval processes highly valued
- Strategic thinking: Ability to manage multi-million-dollar quotas while developing long-term account strategies
- Financial acumen: Comfort with capital justification, ROI modeling, and contract negotiations
- Relationship building: Natural ability to establish credibility with surgeons, hospital administrators, and C-suite executives
- Technical aptitude: Quick learner of clinical applications and surgical workflows
- Proficiency in Salesforce or similar CRM platforms (pipeline management, forecasting)
- Advanced MS Office suite capabilities (financial modeling in Excel, executive presentations in PowerPoint)
- Valid driver's license and ability to travel up to 50% (mix of local territory coverage and national meetings)
- Self-directed work style with entrepreneurial mindset and resilience in competitive markets
This role provides a clear pathway to advancement through multiple trajectories:
- Vertical progression: Regional Sales Manager - Director of Sales - VP Sales
- Strategic accounts: Transition to national account management for health systems and GPOs
- Product/marketing leadership: Leverage field expertise to shape product strategy and commercial operations
- Cross-functional mobility: Opportunities in clinical education, customer success, or business development
Success in this position develops highly transferable skills in consultative selling, healthcare market dynamics, and strategic account management-credentials valued across the medical device and healthcare technology industries.
This job description reflects general details necessary to describe primary functions and required competencies but should not be construed as an all-inclusive listing of work requirements. Individuals may perform additional duties to support business objectives, cover absences, or balance workload across the department.
All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, national origin, protected veteran status, disability, gender identity, or sexual orientation.
At Lumenis, we don't just create technology-we transform lives. As a global leader in minimally invasive clinical solutions, we are redefining standards in Ophthalmology, Aesthetics, and Surgical markets. When you join our team, you become part of an organization that values:
- Innovation & Impact: Work with cutting-edge Laser, IPL, and RF technologies that improve patient outcomes worldwide.
- Global Leadership: Be part of a trusted brand operating in over 100 countries.
- Career Growth: Access professional development programs and opportunities for advancement.
- Collaborative Culture: Join a passionate team that thrives on integrity, excellence, and innovation.
- Competitive Rewards: Enjoy a comprehensive benefits package, performance-based incentives, and a strong compensation plan.
'/%3e%3cpath%20d='M101.744%2012.4726L102.894%2016.1947L99.0021%2013.2201L101.744%2012.4726ZM105.3%208.40937H100.488L99.0026%203.59473L97.5116%208.41047L92.7%208.40385L96.5965%2011.3834L95.1055%2016.1942L99.0021%2013.2196L101.408%2011.3834L105.3%208.40992V8.40937Z'%20fill='white'/%3e%3cdefs%3e%3clinearGradient%20id='paint0_linear_5593_1381'%20x1='90'%20y1='9.44471'%20x2='99'%20y2='9.44471'%20gradientUnits='userSpaceOnUse'%3e%3cstop%20stop-color='%2300AD70'/%3e%3cstop%20offset='0.998594'%20stop-color='%2300B67A'/%3e%3cstop%20offset='1'%20stop-color='%23DCDCE6'/%3e%3c/linearGradient%3e%3c/defs%3e%3c/svg%3e){kind=small}
